Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Participating in account or deal strategy, whitespace exercises, and executive alignments.

B2C 93

B2C Pipeline SQL Strategize 93

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 85

Customers Account management Real Estate Contract 85

SalesLoft

FEBRUARY 19, 2020

The Revenue Methodology & Mastery track focuses on tactics around innovation and efficiency to nurture deeper client relationships and accelerate revenue growth. We’ll cover topics ranging from motivation and productivity to innovative tactics. But how do you set a “Challenger” go-to-market strategy in motion?

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize 61

Strategize Technology Technology Account management 61

SaaStr

SEPTEMBER 18, 2023

If you’re a new startup, maybe you have your first couple of AEs, or you’re figuring out product market fit, or you just don’t have a big enough brand or cash in the bank to sell to big companies, you need to strike a balance. The world’s best email to a prospect who needs your product always works. None of that is new.

GTM 91

GTM Niche Account management Up-sell 91

Partners in Excellence

FEBRUARY 23, 2022

We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products. We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads.

Strategic partnership 103

Strategic partnership Sales Strategize Commission 103

Partners in Excellence

FEBRUARY 28, 2022

The products they sell had become highly commoditized. In the past, where there had been significant product based differentiation, over time, with more competition and market changes, everty thing changed. We see this in virtually every product. As these conversations usually start, he was tempted to jump to the product.

Price 85

Price Negotiate Up-sell Start-ups 85

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Account Manager. This is where account managers come in. Image Source.

Commission 77

Commission Territory Finance Inside sales 77

ConversionXL

AUGUST 24, 2021

A content marketing manager’s role may focus on overseeing the production and execution of content across social media, the company’s website, email, and other channels. Here is an example of a content marketing manager’s job duties: Source: Google Jobs. What does the day-to-day of a marketing manager look like?

Promote 141

Promote Campaign Pitch Niche 141

Sales Hacker

FEBRUARY 1, 2022

Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Their growth is worse off for it. Try Vidyard for free by signing up at Vidyard.com/free.

Commission 89

Commission Quota Assembly Line Sales 89

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. The customers you served in the past may no longer be the right fit for you, or your product may have evolved to meet the needs of a different customer tier.

GTM 37

GTM Territory CRM Strategize 37

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. Every product or service has ideal and less-than-ideal customers. If you continue to operate under the impression that everyone needs your products; the products, services, and content you create won’t resonate with your customers.

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team.

Outside Sales 93

Outside Sales Inside sales Quota Sales 93

Heinz Marketing

JULY 26, 2021

And having talked to you and people on your team, that it’s actually been a great year of growth and learning for Sendoso as sort of the old rules of field marketing, the old rules of marketing mix, kind of thrown out the window during the pandemic. Kris: Yeah. So that’s one thing.

Pipeline 107

Pipeline Sales Prospecting Campaign 107

Sales Hacker

SEPTEMBER 11, 2018

Tomasz made a name for himself through deep data-driven analysis of the best SaaS businesses and helping the SaaS community unpack the key drivers of growth across different operational frameworks. If you missed episode 23, check it out here: PODCAST 23: Optimizing Sales Productivity to Drive Exponential Growth.

Quota 42

Quota Drivers/motivators Construction Growth 42

Sales Hacker

JULY 24, 2018

Transitioning from individual contributor to manager [5:26]. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. This episode is being brought to you by Outreach , the leading sales engagement platform which triples the productivity of sales teams. Sam’s Corner [40:18].

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Heinz Marketing

JANUARY 21, 2019

We were thrilled to talk to Tiffani Bova , Growth & Innovation Evangelist, Salesforce I Author, Growth IQ in an episode called, What’s Your Growth IQ? Tiffani is the author of the recently published book, Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. The book, Growth IQ.

Pipeline 70

Pipeline Growth Sales Technology 70

SaaStr

MARCH 8, 2019

It’s very hard to track that I recommended a product to you. My perspective is a logo is probably a term one uses to describe market share acquisition, but at the essence of any acquired customer, there is a human. The product is basically the same thing. Now, tracking word of mouth is a bear. Maybe I recommended that mug.

Cold Call 43

Cold Call Trust B2C Go To Market 43

Sales Hacker

SEPTEMBER 2, 2021

“But we’re product-led. Our product is self-serve. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. What does it mean to be product-led?

Product 94

Product SQL Contract Sales 94

Spiro Technologies

JANUARY 26, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And it’s been a great market for us to focus and capitalize on, and we’ve been lucky with fantastic growth over the years in a great market.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

Heinz Marketing

OCTOBER 24, 2022

Yeah, there’s a whole account management side of this that gets really, really interesting. I need an implementation tool to help my sellers go to market, and I need a CRM to organize all that together.” ” What’s missing in that list is marketing automation. Do I believe in this product?

Pipeline 43

Pipeline CRM Sales Start-ups 43

Sales Hacker

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. We offer a variety of services that range from go-to-market strategies to tactical implementations, writing things like sequences and cadences. We have a nice range of skill sets on our team.

Sell 80

Sell Territory Quota Up-sell 80

SaaStr

JANUARY 28, 2020

Aaron’s going to talk about what in a few minutes? Aaron : The playbook for reigniting growth. So, putting a little bit more money in everybody’s pocket and creating a little more growth is probably a great topic for today. You’re going to put less in and you may get less out. Jason : All right.

Growth 84

Growth Promote Engineering Up-sell 84

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Being sales vs. market driven when crossing the chasm. Tips on whole product management. Choosing the beachhead segment. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! And I think the only reason why we were able to go into hyper-growth mode at some point was that we had a very structured hiring process.

Up-sell 46

Up-sell Start-ups Clients Growth 46

SaaStr

DECEMBER 20, 2023

The key for them has been stacking the right account loads for the highest potential growth companies with the right account team. The real conflict is around trying to serve both sets of messaging and marketing at the same time since how you market to SMBs is very different than Enterprise customers.

GTM 100

GTM Growth Start-ups Clients 100

Heinz Marketing

JANUARY 13, 2022

Account-Based Retention . Sustainable Marketing . Target Account Precision . Redefined Marketing “Work” and Impact . User-Led Growth . Account-based AND Lead-based Funnel Management . Managing Your Marketing Team Culture . Change Management. Brand & Community Investments .

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

SaaStr

MARCH 8, 2019

It’s very hard to track that I recommended a product to you. My perspective is a logo is probably a term one uses to describe market share acquisition, but at the essence of any acquired customer, there is a human. The product is basically the same thing. Now, tracking word of mouth is a bear. Maybe I recommended that mug.

Cold Call 18

Cold Call Trust B2C Go To Market 18

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Creating these roles and structuring it this way was how we continued to fuel the growth engine.

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. Sam Jacobs : Wow, and tell us about your growth plans for 2018. Whether it’s engineering or product help or even the finance team or marketing team.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. That makes it so much easier to coach sellers to success, increase team productivity, and make more informed decisions and forecasts. Territories change.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

SaaStr

SEPTEMBER 13, 2020

You see that both organizations embracing this cloud movement, but specifically in COVID, more and more companies turning to the cloud as their solution for business continuity or for business growth in these times when shelter in place is making on-prem solutions difficult and in many cases, impossible to use. What happens to growth?

Non-Profits 62

Non-Profits Strategize Trust Growth 62

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Mindest : Be a Student, not just of the product, but of the process.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 20, 2020

Where do many people go wrong here? How is the best way for sales and product to work together? What can one do to proactively make those discussions with sales and product both frequent and productive? It wasn’t just engineering, product, and design roles. Kyle Parrish: I love it. It’s crazy.

Sales 79

Sales Price Quota Start-ups 79

Sales Hacker

APRIL 24, 2018

How to use NPS to improve revenue growth and reduce churn. The importance of investing in Customer Success early in a company’s growth. 4) Customer Experience vs. Account Management [8:15]. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. Customer Experience vs. Account Management.

Customers 43

Customers Account management Go To Market Follow-up 43